Christian Polk explains how to handle pushback on sales calls. Challenge the prospect's assumptions first, keep discovery focused on their situation, not your product, and sell the need for change before you sell anything else.
Well, how do I know it's actually a winning lottery ticket? Well, it's like, hey, we'll actually address that, like, and we could talk about it. But I'm saying, like, just the principle. What do you feel like is preventing you from going out and actually finding a winning lottery ticket, finding out the how so you could actually get the result? So what's happening there? They're challenging your frame. So you're giving them, like, a way of viewing things, and they're, like, poking it to see, like, do you actually mean what you say? You just need to double down. For that one, a lot of times you can just put it to the side. Like, yeah, we can, we can get to, like, how we might work. I'm talking about, like, in general. So So when people try to make it about you or the company, especially in the discovery, you always want like, we're not talking about that. We're talking in general. I'm talking about you. You always want to bring it back to that because once the conversation turns to you, then now we're in a pitch and it makes sense because like now the topic conversation is you and the program. So you always want to move it away from that. So just understand what you're selling in the discovery is just change and it's change in the sense of like they need to do something. Now, once they're sold on that, by golly, you pitch them something. So they're most likely to buy the something, but you're not pitching the product in discovery. So anytime they try to, just put it to the side and get back onto the conversation.
Comment “LAZY” and I’ll send you how I’m making $100k/mo in sales working less than 4 hrs a day
